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Challenges that are part and parcel of new market expansion and product introductions include executing in-depth market research, filling distribution gaps, honing marketing tactics and building internal resources to support the initiative.

Given that leaders are juggling multiple priorities, it’s not surprising that they sometimes fall flat when attempting to scale inside sales to meet expansion goals. After all, there’s a lot involved — creating a sales process, hiring and training sales people, and ensuring they have the tools they need to do their jobs efficiently and successfully.

Let’s take a quick look at each of these challenges and how to tackle them. 

Published in Tele-Services

“The purpose of any business is to create and keep a customer”—Theodore Levitt

Customer-Centric Businesses Will Win

Customer centricity started in the 60s with direct marketing. Since then, the omnipresence of the Internet has increased opportunities for companies and customers to interact. Customers became more connected and empowered and their expectations rose. At the same time, they turned into the main force driving the success (and failure) of businesses.

For instance, it’s now easy for prospects to learn about your products from their peers. Online reviews, LinkedIn discussions and tweets are all at their fingertips.

As a result, organizations that have a laser-like focus on delivering exceptional customer experiences will be tomorrow’s winners. They will align their operations with market needs so they can build products and offer services customers love, deliver them with ease and provide seamless support. In doing so, they will build enduring relationships. 

Published in Win / Loss Analysis

Having worked with hundreds of business development professionals, I’ve noticed that those who generate the lion’s share of revenues share certain habits and traits. The top sales people:

                  • Are Not Too Extraverted or Introverted

                    Contrary to popular opinion, the extroverted, talkative business development rep does not always rise to the top. Instead, according to a study published in Psychological Science, it’s the ambiverts— those who cluster in the middle of the introvert to extrovert spectrum — who close the most sales. They are comfortable enough with other people to engage with them but do not feel the need to dominate conversations. Because they are curious about others, they naturally ask questions and listen to the answers.
Published in Tele-Services
Wednesday, 23 November 2016 00:00

How to Build Rapport on a B2B Sales Call

Seven seconds. That’s how quickly busy executives can form an impression about you and the reason for your call. For you, it’s the difference between a successful B2B sales call and a hang up.

If you’re cold calling and connect with a decision maker, and don’t want to be left listening to the dial tone, you’ll make every second—and every sentence—count. Open your call with a powerful, succinct message designed to intrigue and hint at the value you have to share.

Professional telemarketing agents will tell you, it’s not the slick pitch that closes the deal. And there’s no magical trick or gimmick to opening doors. Whether you’re inviting executives to your next seminar or scheduling a face-to-face meeting, it all comes down to how you present yourself, the way you set the tone for the call and how effectively you capture a prospect’s interest.

This seven-step blueprint will help you open your next B2B sales call on just the right note and build rapport rapidly: 

Published in Tele-Services

"Stop selling. Start helping." — Zig Ziglar

When you’re on the phone with a business prospect, you likely have a goal of creating a sales opportunity or making a sale. Since you have quotas to meet, it’s not surprising that you’re laser focused on selling.

The only way you’re going to sell anything to other business people, however, is to help them to solve a problem. So when you make a business phone call, imprint the wise words of Zig Ziglar on your brain. “Stop selling. Start helping.”

That’s the key to engagement.

That said, it’s easier said than done. You need to know the secrets to putting your prospect’s problem in the forefront. Here are six steps you can take during a business phone call to help your potential customer. 

Published in Tele-Services

According to the Harvard Business Review, more and more sales organizations are shifting their resources from field to inside sales. That’s because inside sales is not only cost effective, but it is also delivering the goods.

This begs the question, “How do you get the most out of your inside sales initiative?”

Here are three inside sales techniques that put you in the driver’s seat, moving forward as fast as possible on the road to delivering increased sales. 

Published in Tele-Services

It is possible to have too much of a good thing.

Scarfing up a whole box of chocolates at one time, for instance, might fall into that category. A more work-related example is when the phone starts to ring off the hook. It’s what you always dreamed of, so how could you possibly have too many phone calls? If you can’t keep up with answering them, however, you have too much of a good thing. Another frustrating situation is when leads pour in from your latest e-book, and you can’t respond rapidly enough to the interest you’ve generated.

When you can’t answer your calls or follow up on content downloads, it put the results of your marketing efforts at risk. That’s because you’re 21 times more likely to qualify a lead that you call within five minutes than let response time stretch to 30 minutes. Those statistics are stunning but true. They are based on actual data from six companies within the InsideSales.com system that had followed up on over 15,000 leads with 100,000 call attempts.

6 Steps to Response Handling Success

It follows that you need to set yourself up for success in response handling. To do so, you need to be capable of taking the following steps. 

Published in Lead Qualification

“Become genuinely interested in other people.”— Dale Carnegie

Are your salespeople extroverts, introverts or ambiverts?

We tend to think of salespeople as extroverts with the gift of gab. A study, however, published in Psychological Science dug into the personality traits of those who are most successful in sales. It turns out that those who fall in the middle of the scale of introversion to extroversion, the ambiverts, are most effective.

Based on the sales of 300 salespeople over a three-month period, the ambiverts brought in an impressive 32% more revenue than the extroverts and 24% more than the introverts. That means even the introverts outperformed the extroverts. These stats raise an interesting question. Why are the ambiverts and introverts out-performing the archetypal salespeople —those who are outgoing, talkative and love the spotlight?

Published in Tele-Services

B2B sales acceleration is all about closing more deals faster. When people think about speed, technology often comes to mind. There are, of course, many technologies that accelerate sales, but there’s one that you may not have considered.

According to an article in Forbes by Ken Krogue, one of the keys to sales acceleration is to pick up the phone. While new, shiny tools are exciting to marketing leaders, in the end, what’s most important is increased sales.

It turns out that to help buyers buy, which is what you have to do to sell faster, you actually have to talk to them. What’s interesting, however, is that you don’t need to have a face-to-face conversation. This isn’t just speculation. Research proves it.

The Data Tells the Story

InsideSales.com showed that on average inside sales teams close deals in 69 days while outside sales take 144 days.

A little math is in order. Inside sales programs slash the sales cycle by more than 50 percent!

Why is inside sales so much more efficient?

Published in Lead Nurturing

As a B2B marketer, it’s easy for you to get caught up in lead generation. After all, you often get measured on the number of leads you generate and even the cost-per-lead. But the truth is, none of that matters unless the leads convert. Inbound leads without a strategy for conversion are like kindling and logs without a match. One won’t ignite your sales. The other won’t start a fire.

The leads, however, are the starting point. If you have them, that’s great. Now you just need the match that ignites leads and transforms them into sales. You can find it in these inbound lead conversion tips. 

Published in Lead Generation
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